Individual and Group Decision Making Chapter Twelve

Models of Decision Making Decision making identifying and choosing alternative solutions that lead to a desired state of affairs

Models of Decision Making The Rational Model proposes that managers use a rational four-step approach to decision making.

The Rational Model Identify the Problem or Opportunity Problem – exists when the actual situation and the desired situation differ Opportunity - represents a situation in which there are possibilities to do things that lead to results that exceed goals and expectations Generate Alternative Solutions For routine decisions alternatives are readily available through decision rules

Rational Model Evaluate Alternatives and Select a Solution Is the potential solution ethical? Is it feasible? Will it remove the causes and solve the problem?

Rational Model Implement and Evaluate the Solution After solution is implemented, the evaluation phase is used to evaluate its effectiveness Optimizing – producing the best possible solution

Summarizing the Rational Model 1.The quality of decisions may be enhanced 2.It makes the reasoning behind a decision transparent 3.If made public, it discourages the decider from acting on suspect considerations

Nonrational Models of Decision Making Nonrational models Attempt to explain how decisions are actually made 1.Decision making is uncertain 2.Decision makers do not possess complete information 3.Difficult for managers to make optimal decisions

Simon’s Normative Model Bounded rationality represents the notion that decision makers are “bounded” or restricted by a variety of constraints when making decisions Satisficing choosing a solution that meets some minimum qualifications, one that is “good enough”.

Simon’s Normative Model Most frequent causes of poor decision making Poorly defined processes and practices Unclear company vision, mission, and goals Unwillingness of leaders to take responsibility Lack of reliable, timely information

Garbage Can Model decision making is sloppy and haphazard decisions result from complex interaction of four independent streams of events: problems, solutions, participants and choice opportunities

Implications of the Garbage Can Model 1.More pronounced in industries that rely on science-based innovations 2.Many decisions are made by oversight 3.Political motives frequently influence decision makers 4.Important decisions are more likely to be solved

Integrating Rational and Nonrational Models 1.A simple context is stable, and clear cause-and-effect relationships can be discerned, so the best answer can be agreed on 2.In a complicated context, there is a clear relationship between cause and effect, but some people may not see it, and more than one solution may be effective

Integrating Rational and Nonrational Models 3.In a complex context, there is one right answer, but there are so many unknowns that decision makers don’t understand cause-and- effect relationships. 4.In a chaotic context, cause-and-effect relationships are changing so fast that no pattern emerges.

Decision-Making Biases Judgmental heuristics rules of thumb or shortcuts that people use to reduce information processing demands.

Decision-Making Biases Availability heuristic Representativeness heuristic Confirmation bias Anchoring bias Overconfidence bias Hindsight bias Framing bias Escalation bias

Question? From January to October, Jamie's work performance was at best mediocre. In November and December, he significantly picked up his performance and did an excellent job. His supervisor evaluated him as an outstanding performer. This can be explained partially due to the: A.Escalation of commitment effect. B.Representativeness heuristic. C.Nominal group effect. D.Availability heuristic.

Evidence-Based Decision Making Evidence-based decision making (EBDM) represents a process of conscientiously using the best available data and evidence when making managerial decisions

A Model of Evidence-Based Decision Making (EBDM)

Seven Implementation Principles 1.Treat your organization as an unfinished prototype 2.No brag, just facts 3.See yourself and your organization as others do 4.Evidence-based management is not just for senior executives

Seven Implementation Principles (cont.) 5.Like everything else, you still need to sell it 6.If all else fails, slow the spread of bad practice 7.The best diagnostic question: What happens when people fail?

Why Is It Hard to be Evidenced-Based? 1.There’s too much evidence. 2.There’s not enough good evidence. 3.The evidence doesn’t quite apply. 4.People are trying to mislead you. 5.You are trying to mislead you. 6.The side effects outweigh the cure. 7.Stories are more persuasive anyway.

General Decision-Making Styles Value orientation reflects the extent to which an individual focuses on either task and technical concerns or people and social concerns when making decisions Tolerance for ambiguity extent to which a person has a high need for structure or control in his life

Decision-Making Styles

The Role of Intuition in Decision Making Intuition represents judgments, insights, or decisions that “come to mind on their own, without explicit awareness of the evoking cues and of course without explicit evaluation of the validity of these cues”.

A Model of Intuition

Holistic hunch judgment that is based on a subconscious integration of information stored in memory Automated experiences choice based on a familiar situation and a partially subconscious application of previously learned information related to that situation

Road Map to Ethical Decision Making: A Decision Tree Decision tree graphical representation of the process underlying decisions and it shows the resulting consequences of making various choices

An Ethical Decision Tree

Group Involvement Minority dissent extent to which group members feel comfortable disagreeing with other group members, and a group’s level of participation in decision making

Advantages and Disadvantages of Group-Aided Decision Making

Group Problem Solving Techniques Consensus reached when all members can say they either agree with the decision or have had their ‘day in court’ and were unable to convince the others of their viewpoint. Everyone agrees to support the outcome. Brainstorming process to generate a quantity of ideas

Rules for Brainstorming 1.Defer judgment 2.Build on the ideas of others 3.Encourage wild ideas 4.Go for quantity over quality 5.Be visual 6.Stay focused on the topic 7.One conversation at a time

Group Problem Solving Techniques Nominal Group Technique process to generate ideas and evaluate solutions Delphi technique process to autonomously generate ideas from physically dispersed experts

Group Problem Solving Techniques Computer-aided decision making a variety of computer, software, and electronic devices to improve decision making allows managers to quickly obtain larger amounts of information from employees, customers, or suppliers around the world Chauffeur-driven systems, group-driven electronic meetings

Creativity process of using intelligence, imagination, and skill to develop a new or novel product, object, process, or thought

The Creativity Stages PreparationConcentration Incubation Illumination Verification